Startup Account Executive

Databricks; Italia; In loco; EUR 45.000 - 65.000; Tempo pieno

Descrizione del lavoro

A leading data and AI company is looking for a Startup Account Executive in Italy. This role involves engaging with enterprise clients and utilizing solution-based selling strategies. Candidates should have over 2 years of experience in software sales, particularly in the cloud market, and must be fluent in Italian and business English. The company offers a diverse and inclusive work environment with comprehensive benefits.

Servizi

Comprehensive benefits

Diversity and inclusion commitment

Competenze

• 2+ years of software sales experience in a direct sales role.
• Experience in Consumption-based sales motion.
• Strong track record of exceeding sales quotas.
• Familiarity with sales methodologies like MEDDPICC.

Mansioni

• Develop account strategies to engage buying centers.
• Manage both technical and business conversations throughout the sales cycle.
• Identify and close quick wins alongside longer sales cycles.
• Track customer engagement and details in Salesforce.

Conoscenze

Solution-based selling

Customer engagement

Sales methodology knowledge

Technical stakeholder communication

Cloud software knowledge

Fluent Italian

Business English

Formazione

Bachelor's Degree or equivalent experience

Strumenti

Salesforce

Descrizione del lavoro

Overview

Join to apply for the Startup Account Executive role at Databricks

Reporting to the Director of Sales, as a Startup Account Executive at Databricks, you bring relevant experience selling to Enterprise or Commercial / Mid-Market accounts. You are a self-starter who understands the consumption sales process, passionate about solving business challenges, and skilled at initiating and advancing conversations to value delivery using a defined methodology.

The Impact You Will Have

• Assess your accounts and develop a strategy to identify and engage all buying centers
• Use a solution-based approach to selling and creating value for new logo accounts
• Be comfortable switching between technical stakeholder and business buyer personas to connect customer challenges to business value through the entire sales cycle
• Identify and close quick wins while managing longer, complex sales cycles
• Track all customer details including projects, purchase time frames, next steps, and forecasting in Salesforce
• Map the whitespace opportunity across your defined territory and identify the most viable use cases to maximise Databricks impact
• Orchestrate and work with teams to maximise the impact on your ecosystem
• Build value with all engagements to promote successful negotiations to close
• Be customer-focused by delivering technical and business results using the Databricks Intelligence Platform

What We Look For

• 2+ years of experience with relevant software sales in a direct sales role
• Experience in working in a Consumption based sales motion
• Strong closing experience and evidence of exceeding sales quota
• Ability to navigate and be successful in a fast-growing organization
• Sales experience within Cloud software, open source technology, or ideally Data and AI space
• Experience driving successful adoption of usage-based subscription services (SaaS) and co-selling with AWS, Azure and Google Cloud teams in the Italian market
• Methods for co-developing business cases and gaining support from C-level Executives
• Familiarity with sales methodologies and processes (e.g. Territory and Account planning, MEDDPICC, and value / discovery selling)
• Simply articulate intricate cloud technologies
• Bachelor's Degree or equivalent experience preferred
• Fluent Italian and business English is required

About Databricks

Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook.

Benefits

At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region, please visit Commitment to Diversity and Inclusion. We are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.

Compliance

If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.